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the Canadian rental industry for 34 years.
Show season EDITORIAL
Imust admit that this is a bittersweet time of year for me. It’s bitter because the rental trade show season is finally over, and I won’t be flying across the country on a regular basis to meet with all of you. On the other hand, it’s sweet, because the rental trade show season is finally over, and I can become reacquainted with what my children look like.
All kidding aside, the last few months have been an intense and extremely enriching experience for me. I’ve had a chance to meet and talk with many of you in British Columbia, in Florida, in Saskatoon, and in Ontario. To our readers in Quebec and the Atlantic provinces, I’m sorry I didn’t get to come to your shows. I understand that I missed some really great stuff, and I look forward to heading out your way in 2011.
As the editor of your magazine, I think it’s important for me to meet as many of you as possible, and visit as many trade shows and exhibitions as possible. But I think it’s important for you to do so as well.
Trade shows are great places to see new equipment, but there’s more. Much more. For some of the smaller independent rental stores, the local trade show is the best – and sometimes only – place to get up-to-date equipment knowledge, as well as make and renew key supplier contacts. You can also get some fantastic deals as well.
Regular visits from suppliers and manufacturers’ reps can help, but it is depressingly common how often a small independent is overlooked. This may be understandable, as sales reps are under as much travel budget constraint as anybody. Focusing on big accounts
from national chains looks like a smart move, but is it really the best way for a rep to go?
According to one rep I spoke with in Saskatoon, it’s not. He pointed out that, although he may be able to sell a larger number of pieces to a big chain or franchise operation, the deal may come at the cost of giving in to demands for deep discounts. In other words, it’s penny wise and pound foolish.
He prefers to target the independents, and over the years he’s built up a large and loyal customer base. We can only hope that other sales reps look to his example.
Part of the reason I’m bringing this up is that I believe it contains an important lesson for anyone involved in this business. A large contractor customer may place big orders, but at the same time try to finagle special deals and take up a lot of your time and energy.
In the same amount of time, you may be able to give three smaller customers such excellent customer service that they tell everyone they know how great your store is, and how you and your staff go above and beyond in making sure that customers get what they need. Word of mouth advertising is worth far more than what you pay for it.
That’s not to say, of course, that you can simply ignore that big contractor. However, there’s also no reason at all not to adopt multiple sales strategies. It’s been proven time and again that a very effective way to find out what works best is to try everything that you can think of. The strategies that are most successful will survive, while the least successful fall by the wayside.
- Editor, Mike Davey
NEXT ISSUE:
Cut to the heart of the matter in the June edition of Canadian Rental Service, as we showcase the latest in saws and abrasives.
Cover: Ron Russell and Darrin Stewart, part of the management team at Kerrisdale Equipment in Vancouver, British Columbia.
RENTAL RumbLES
Shaughnessy elected IPAF president
Steve Shaughnessy, president of Canada-based manufacturer Skyjack Inc, was elected president of the International Powered Access Federation (IPAF) at its Annual General Meeting.
Steve Shaughnessy, president of Skyjack (left) takes over as IPAF president from John Ball, managing director of Height for Hire Ireland (right) while Tim Whiteman, IPAF managing director (centre) looks on.
Steve Shaughnessy succeeds John Ball of Height for Hire Ireland and brings with him more than 25 years’ experience in the access business. He will serve a two-year term and advance the objectives of the Federation to promote the safe and effective use of powered access around the world.
Shaughnessy literally grew up in the access industry, working in the family business Shaughnessy Crane Service and later running its access rental division after returning from his studies in Ireland and Nottingham and a period of employment with British Telecom. He was later regional vice president and chief operating officer of Chicago-based NES and in October 2004, he joined UK-based A-Plant as director of its access business. He was managing director of rental company Loxam in the UK, before taking his first step into the manufacturing side of the business by joining Skyjack and crossing the Atlantic yet again.
Shaughnessy told the IPAF AGM following his election that he “will carry on with the project of ensuring that North American access rental and training companies are familiar with the benefits of IPAF’s powered access training programs. It is essential that operators in the largest access market in the world receive the opportunity to be trained to work at height safely and efficiently. IPAF will support the creation and expansion of national members’ councils to give a better voice to those members regarding the provision of services by the Federation and IPAF will also develop a process for enabling operators of access equipment in countries not currently supported by the Federation to benefit from its training programs.”
“Steve’s unique experience from both sides of the Atlantic make him ideal as IPAF president,” said IPAF managing director Tim Whiteman. “His background in access rentals and manufacturing, spanning across the US and the UK, will be very useful as IPAF grows its activities around the globe.”
Kioti announces 2009 Million Dollar Dealers
Kioti Tractor held its annual dealer meeting recently, during which dealers who sold over a million dollars worth of Kioti tractors in 2009 were recognized. Four Canadian business made the list: A&R Payeur of Ascot Corner, Que., Equipements G. Gagnon, Inc. of St. Thomas Joilette, Que., Riverside Chainsaw of Maugerville, NB, and West Kent Auto of Memramcook, NB.
A reception dinner was held the last evening of the dealer meeting. At this reception Tony Brown, Kioti’s National Sales Manager, introduced the 2009 Million Dollar Dealers. Brown and J.L. Hans Bouwers, Kioti’s Canadian National Sales Manager, handed out the award plaques as the Kioti staff congratulated them on their accomplishments. “We are extremely pleased,” states Bouwers, “that during these difficult economic times we’ve had a significant number of dealers who worked very hard to achieve this level of business.”
For more information, please visit www.kioti.com.
Primatech earns national recognition
The Canadian Manufacturers and Exporters (CME), along with the National Research Council of Canada and Industry Canada has recently awarded Primatech a Certificate of Excellence for their innovations in new technology.
This award is in recognition of the continuing efforts of the firm, as it keeps blazing new trails for the hardwood flooring industry on its 26th anniversary.
It also highlights the importance of technology in the flooring industry and the heavy emphasis on R&D, Field Testing and Total Quality Management which the company says remains Primatech’s mark of excellence.
Primatech says that innovation is an ongoing process, and it is the key to the firm’s expansion on the international market.
Rentquip appoints bilingual service rep
Rentquip Canada has appointed Paulette Lacroix as bilingual customer service representative. Rentquip can now offer customers service in both official languages.
Please welcome Paulette Lacroix to the Rentquip team. She can be reached in the Woodstock office 8 a.m. to 5 p.m EST at 877-664-1515 or paulette@rentquip.com.
Paulette Lacroix.
“Her role will to be help grow the Quebec market in conjunction with Francois Leblanc and Gilles Legare,” says Jim Freeman of Rentquip. “This addition, combined with our French catalogue and French invoices, brings us one step closer to our goal of delivering the best in service and products to the Canadian rental industry.”
RENTAL RumbLES
Rentquip Canada a nomme Paulette Lacroix en tant que technicien bilingue. Rentquip peut maintenant offrir a service a la clientele dans les deux langue officielle. Paulette Lacroix bienvenue a l’equipe de Rentquip elle peut etre atteinte dans le bureau de Woodstock 8 a 5 l’est a 877-664-1515 ou a paulette@rentquip.com.
“Son role sera aide elevent le marche du Quebec en meme temp que Francois Leblanc et Gilles Legare,” dit Jim Freeman de Rentquip. “Cette addition a combine avec notre catalogue francais et les facture de francais nous apporte une etape plus pres de notre but de livrer le meilleur en service et des produits a l’industrie de location canadianne.”
New appointment at Uniquip
Yves Pronovost, general manager for Uniquip Canada, is pleased to announce the appointment of Keith Berry as sales representative for the Ontario Region.
Berry is originally from Lachute, Que., and has a degree from the University of Guelph. He has spent many years in the power equipment trade as well as the rental industry. He has worked with Husqvarna for many years as a territory manager and has known many successes there. He has also spent several years with Steen Hansen Racing and Power Products and Josa Corporation.
George A. Thompson founded Thompson Wellpoint & Rubber Company in 1970 with three employees including himself, and his sons, Bill and George Jr.
Today, Thompson Pump, led by Bill Thompson, president, serves the pumping, dewatering and bypass needs of more than 3,000 national and international customers including underground utilities, road building, heavy construction and remediation; as well as mining, industrial, and agricultural operations; municipalities, the military and other government agencies.
A full-service manufacturer and provider of pumps, ranging in size from 2”-18”, Thompson Pump provides pump rental, sale, design, installation and operation. Their entire line of pumps includes wet and dry-prime trash pumps, utility trash pumps, sound attenuated models, diaphragm pumps, hydraulic submersible pumps, high-pressure pumps and wellpoint pumps as well as bypass systems, wellpoint systems and a complete line of accessories.
It is common to see Thompson’s pumps on some of the largest and most challenging projects in the world. For more information, call 1-800-767-7310 or visit www. thompsonpump.com.
Uniquip awarded Supplier of the Year by CRA
Uniquip has been selected by the Canadian Rental Association (CRA) as the 2009 Supplier of the Year.
Keith Berry can be reached at 613- 290-6664 or via e-mail to kberry@uniquip.ca.
Thompson Pump celebrates 40th anniversary
Thompson Pump & Manufacturing is celebrating its 40th anniversary. According to Thompson Pump, the company is poised for another 40 years of innovation, delivering new pump-related solutions to give customers a competitive edge.
“I am proud to celebrate this landmark achievement as it is a record of accomplishment that represents our resilience in an ever-changing industry,” said Bill Thompson, Thompson Pump president.
The award was presented on March 24th to Benoit Leroux, Sales Manager for Uniquip Canada, by CRA president Andrew Paquette at a breakfast event hosted by Association de Location du Québec (ALQ), the Quebec chapter of the Canadian Rental Association (CRA).
The honour is awarded to a supplier who offers excellence in service, work ethic and knowledge and contributes positively to the local association. Candidates are submitted by rental operators, and these candidates are voted on by the rental operators themselves.
For more information on Uniquip, please visit www.uniquip.ca.
CFO resigns from RSC
RSC Holdings has announced that its chief financial officer, David Mathieson, has resigned from his position. Mathieson will be leaving the company to pursue other opportunities.
Keith Berry is Uniquip’s new sales rep for the Ontario region.
The family of Thompson pumps.
Andrew Paquette (left) presented the award to Benoit Leroux of Uniquip.
RENTAL RumbLES
The company’s current vice president and controller, Patricia Chiodo, has been chosen to serve as the interim chief financial officer. The transition was made effective immediately, although Mathieson will remain available to assist in the transition. As a result of the resignation, the company has launched a nationwide search for Matheison’s successor.
RSC Holdings is an equipment rental provider in North America. The Company operates through a network of 457 rental locations across 10 regions in 40 United States and three Canadian provinces and service customers in the industrial or non-construction, and non-residential construction markets. As of December 31, 2009, its rental fleet covered approximately 900 categories of equipment.
Terex launches dedicated used equipment website
Terex has announced the launch of a new website dedicated to the sale of used equipment. This online resource allows customers to access spec information, photos and MSRP on used construction, roadbuilding and aerial work platform equipment for sale through Terex.
Once a customer selects a piece of equipment to purchase from www.terex.com/used, representatives from Terex Construction Americas and Terex Financial Services enlist the customer’s nearest authorized Terex distributor to complete the sale. “Our goal is to connect our customers with Terex distributors for financing, service, parts and future equipment needs,” says John Poag, operations sales manager, Terex Construction Americas.
For more information about Terex, visit www.terex.com. To see a complete inventory of used equipment available through Terex, go to www.terex.com/used.
RSC launches corporate social responsibility report
RSC Equipment Rental has announced the launch of its 2009 corporate social responsibility report. The report summarizes RSC’s social and environmental practices as guided by its core values of safety, integrity, passion for people, sustainable innovation, and customer and community centric relationships.
The report further outlines how RSC’s focus on these topics directly supports its financial goals and helps ensure the long-term success of the company. The introduction of the CSR report is a first for RSC and the equipment rental industry.
“Publishing our first CSR report underscores our commitment to conducting business the right way every day. Transparency and accountability in the marketplace enable us to have a positive impact on our communities and the environment,” said Erik Olsson, President and CEO of RSC Equipment Rental.
The report outlines key initiatives as well as progress made and efforts to reinforce RSC’s culture, such as:
• High safety standards promote the well-being of RSC
employees, customers, and the general public, which supports consistent achievement of outstanding financial and operational results.
• Collaboration with vendors to provide sustainable solutions, including an equipment refurbishment program, a move to use environmentally sound parts washers and the introduction of solid tires.
• Focus on processes like continuous improvement, OSHA’s VPP, ISO 14001, and 5S.
• The groundbreaking Equipment Emission Tracking (E2TT) solution, which calculates greenhouse gas and criteria pollutant emissions from RSC equipment.
• RSC’s work to strengthen its relationship with employees, vendors, customers, and communities in which it operates through its 457 locations across North America.
In developing the content of the report, the company applied the Global Reporting Initiative (GRI) reporting principles of materiality, context, stakeholder inclusiveness, and completeness.
To read the report and for more information on the programs that RSC Equipment Rental has developed as part of its CSR effort, please visit www.RSCrental.com/csr.
New president at Gehl
Gehl Company has announced that Daniel L. Miller will succeed Malcolm “Mac” F. Moore as president of the company as of April 1, 2010.
Miller joined Gehl as director of manufacturing operations in October 2001 and was appointed VP of manufacturing operations in December 2005. Prior to joining Gehl, Miller held a variety of senior management positions in manufacturing and distribution at Woods Equipment Company, a manufacturer of agricultural, turf and construction equipment. Miller also served as the president of the Agricultural Products Group for TIC United Corp. in Dallas, Texas.
Commenting on the management transition, Moore said, “We are very pleased to have Dan stepping into the lead management role for Gehl Company. Dan has an excellent background in operations management and a thorough understanding of our products, markets, and the many opportunities that lie ahead in the compact equipment sector. Dan and I have worked very closely over the past 8-1/2 years and I know that I will be leaving Gehl in good hands.”
Dan Miller is the new president of Gehl.
The right attitude
By Mike Davey PROFILE
For Kerrisdale Equipment, it’s summed up in three words: We can help.
All of life is change. Sometimes the change is for the better, and sometimes it’s for the worse. The one thing life does not do is stand still or stay the same. An organism that tries will die. The same could be said of a business. Very often it is a case of either succeed or die trying.
Looking back on the history of Kerrisdale Equipment, it’s easy to see which way the business went. Change and evolution have been nearly constant since the operation first opened its doors. The company’s business is the rental, sale and repair of a comprehensive range of small tools and equipment. Today Kerrisdale Equipment consists of three rental centres throughout Vancouver, and a central warehouse. But it sure didn’t start out that way.
Kerrisdale Equipment started life as a partnership between two men, when Howard Russell and Fred Topping founded the company in 1960. In fact, the flagship store of Kerrisdale Equipment is still located in the same place: West Boulevard in the Vancouver neighbourhood of Kerrisdale Village. A lot has changed for the business, despite being in the same location for the last 50 years.
Howard Russell was a plumbing/ mechanical heating engineer, and Fred Topping was a house builder by profession. Although the two men came from different trades, they both shared a common ambition to open a hardware business. Through a natural progression, a tool rental business emerged from the hardware retail operation, and Kerrisdale Equipment started down a different road.
Darrin Stewart is the general manager of Kerrisdale Equipment. He believes that the addition of tool rental at an early point laid the foundation for the company’s current success.
“In those days it was a unique
offering,” says Stewart. “The idea was to offer small plant, tools and equipment to the construction industry, related and allied trades. There was also growing demand among DIY enthusiasts.”
The current president of Kerrisdale Equipment is Ron Russell, son of joint owner and co-founder Howard Russell. Russell took a job at Kerrisdale Equipment during a summer break from school. It turned out to be a momentous decision, both for him and for the company as a whole. He never returned to school, and has never once looked back.
After taking some time to learn about the business in greater depth and adapt to his newfound career, Ron Russell eventually decided to phase out the hardware side of the business
ABOVE: Ron Russell is the owner/ operator of Kerrisdale Equipment. Russell is a second-generation rental professional. His father co-founded the business in 1960.
RIGHT: Darrin Stewart is part of the management team at Kerrisdale Equipment. Originally from Scotland, Stewart joined the company in May 2009.
and concentrate solely on tool rentals. This move proved successful. It was so successful, in fact, that by 1975 Russell was able to buy out his father’s share, with Howard’s full blessing.
By 1995, a decision was made to open another store, this time on Vancouver’s
Dunbar Street. The location was acquired from Vancouver Power Tools for $300,000. Since then, the company has captured a larger market share and proved to be an invaluable resource for
warehouse location also houses central stores, a workshop facility, and the offices of the senior management team, including the accounts department. The central warehouse facility gives the organization valuable space to develop and examine other profitable opportunities. However, one might ask why Kerrisdale Equipment didn’t simply expand an existing location to meet those needs.
“Real estate and commercial space in Vancouver space is at a premium,” says Darrin Stewart. “We simply couldn’t grow anymore on our existing premises. Also, having a dedicated warehouse allows us to keep a larger, more in-depth inventory, more seasonal stock and larger equipment like our fleet of Bobcats.”
Naturally, the size of the team has increased along with the expansion of the business. The staff has grown from the relatively small number of people needed for a retail hardware operation, to 22 people spread across four Kerrisdale Equipment locations. By the time the central warehouse
its customers.
Even with three stores in place, it wasn’t too long before Kerrisdale Equipment needed to expand again. This time the expansion didn’t involve a new store. Instead, the company set up a central warehouse facility on Heather Street in Vancouver. The
location opened its doors, it had become clear that Kerrisdale Equipment was one of the leaders in the field. This was clearly acknowledged by the company’s peers in 2008, when the CRA B.C. local association named Kerrisdale Equipment as the recipient of the Rental Company of the Year award. Suppliers
that are also local associate members nominate recipients of this award. The CRA B.C. local asks them to consider a wide range of criteria when making nominations.
“There are some things we ask people to think about when nominating stores,” says Angie Venekamp, CRA B.C.’s national director. “Some of the things under consideration are store layout, cleanliness, length of time in business, the ability to help customers and participation in the local association.”
There’s no question that Kerrisdale Equipment is an active member. Danielle Russell, Ron’s daughter, sits on the board. The Canadian Rental Association isn’t the only association that can count Kerrisdale Equipment as a member. The company also actively supports the Vancouver Board of Trade, Business Networking International (BNI), the Canadian Federation of Independent Business and the Greater Vancouver House Builders Association.
Kerrisdale Equipment exemplifies the ideals of always moving forward and proactively examining new ways to help its customers and employees. To help ensure that the company would continue to do so, Ron Russell took on the services of Darrin Stewart, a proven tool and rental sales professional from Scotland. Stewart has been with the company since May of 2009. His role focuses on managing and controlling the company’s affairs through assertive and visible leadership of the entire team. The goal is to drive sales growth, productivity and pay particular attention to compliance.
In line with these goals, Stewart is the driving force behind Kerrisdale Equipment’s participation in associations beyond the rental business.
“When I came here, I really didn’t know anyone at all, and I thought networking was the way to go. It has paid big dividends for the business. BNI in particular is the largest organization of its kind in the world,” says Stewart.
Networking can help by exposing you to other people and their ideas, and also helps by letting you learn from the mistakes of others. However, Stewart freely admits that Kerrisdale Equipment shares many of the same challenges
PROFILE
facing other rental operators.
“Health and safety is going to be a huge concern going forward,” says Stewart. “Getting good people can also be difficult, because the government doesn’t really concentrate enough efforts on apprenticeship programs. We have to foster employee development and promote internally.”
Inside Kerrisdale Equipment
To succeed, a company must have a firm idea of where it’s going. The mission and vision shown below are how Kerrisdale Equipment stays on track.
Mission
Providing a quality product at a fair price with a knowledgeable staff delivering a high level of customer service.
Vision
A system run company that provides fair compensation for its employees and the company coupled with innovative products delivered with a “We can help” attitude to the customer.
Part of that is making sure that employees have a clear path to selfdevelopment. Kerrisdale Equipment has a stringent, coherent training program in place, which Stewart says also helps them to provide a higher level of customer service and aids in keeping good staff.
“We’re a privately owned, independent business, and I think that helps us to fulfill that vision,” says Stewart. “It’s a matter of mindset. If your employees are just numbers, then they don’t have input into what you carry, or much of anything else. That means they don’t have the opportunity to develop a ‘we can help’ attitude.”
One way in which Kerrisdale Equipment is helping its customers is with the printing of a full colour catalogue. Although this is rare among rental stores in North America, Stewart says it’s quite common in Europe , and he believes it can be a fantastic sales tool to drive the business in specific markets.
“The catalogue pays particular attention to the needs of the home owner,”
says Stewart. “There are a lot of people who, if you tell them about a piece of equipment, they don’t really know what you’re talking about the way a professional contractor would. When you can give them a picture and some specifications that they can examine at their leisure, they’ll understand a bit better.” This makes sense. After all, we even have an old saying about a picture being worth a thousand words.
The “we can help” attitude at Kerrisdale Equipment extends far beyond the front door and out into the community. The business is a regular supporter of Canuck Place Children’s Hospice and also sponsors local Little League baseball. This attitude helps to foster a perception that Kerrisdale Equipment is very much a part of the community. In turn, that helps to keep customers coming back.
“It’s like the little corner store that you buy your milk and bread from,” says Stewart. “You keep coming back because it’s local, and you always get a warm welcome with friendly, personal service.”
For more information on Kerrisdale Equipment, please visit the website at www.kerrisdaleequipment.com.
Kerrisdale Equipment’s flagship store. The company has two other retail locations and a central warehouse.
EVENTS
JUNE
June 8, 2010
CRA Alberta Annual Golf Tournament
River Bend Golf and Country Club
Red Deer, Alta. www.crarental.org
June 17
CRA Saskatchewan Annual Golf Tournament Harbour Golf Club Elbow, Saskatchewan
AUGUST
August 24, 2010
ALQ Annual Golf Tournament
SEPTEMBER
September 10, 2010
CRA BC Golf Tournament
September 14, 2010
CRA Ontario Golf Tournament
OCTOBER
October 13, 2010
CRA Alberta Meeting Calgary, Alta.
October 20, 2010
CRA Ontario Meeting
October 28 – 30
Green Industry & Equipment Expo Louisville, Ky.
NOVEMBER
November 19 – 20, 2010
Green Industry Show Edmonton, Alta.
SERVICE VEHICLES
Keep on truckin’
By Mike Davey
What to look for in a rental-duty pick-up.
When it comes to what rental operators look for in a pickup truck, there is a lot of variation. Very often the choice depends on factors such as the size of the company or the type of duty the truck will see. Given the sheer size and geographical diversity of our country, it’s not surprising to see that regional factors also come into play. The needs of a rental store in Moose Jaw will probably be very different from those of one located in Toronto or Montreal.
Brand loyalty also comes into play. When you’ve bought the same trucks for years, and they’ve been satisfactory, there’s not a lot of motivation to change to an unknown make and model.
Ed Dwyer is the owner/operator of C&T Rentals & Sales in Winnipeg. His truck fleet consists of eight vehicles, the majority of which are Ford F250s.
“I need what I call a ‘rental duty’ truck. For me, that’s a Ford,” says Dwyer. “We prefer trucks with four-wheel drive, and a power tailgate. We’re also now getting extended cabs. You need that extra room in the back, for hard hats, fire extinguishers, extra clothing and boots. Lots of times we have to send two people to a job site, so they can’t just pile that stuff on the passenger seat.”
Dwyer says the four-wheel drive is a must-have for a rental store that does the type of business he does in that area of the country.
“In the spring, the job sites turn to mud, and you need a 4x4 just to make sure you don’t get stuck,” says Dwyer. “In the winter months, you’ve got to deal with snow. A lot of times, we’re the first at the job site. Snow doesn’t get cleared until 10 a.m., so a truck that isn’t four-wheel drive just isn’t going to cut it.”
Power tailgates can be expensive, but Dwyer believes that not investing in them is a false economy. “A power tailgate pays for itself by saving wear and tear and preventing injuries. Regular
Ford Super Duty
‘Dodge Ram’
‘Chevrolet Avalanche’
SERVICE VEHICLES
tailgates don’t last, and you don’t get a good return on your investment.”
This is a sentiment with which Dave Campbell would probably agree. Campbell is the co-owner of St. Thomas Rent-All in St. Thomas, Ont.
“We tend to go with three-quarterton GM trucks with power tailgates,” says Campbell, citing many of the same reasons as Ed Dwyer. “We go with –three-quarter-ton pickups because we do a lot of towing, and they’ve got the power and the heavy-duty brakes we need.”
Rental operators tend to go for substance over style. After all, it’s about getting the job done, not winning the world’s flashiest truck contest. However, that doesn’t mean that style has no effect. As Campbell notes, styling in pickup trucks has made things a little bit harder for some rental operators when it comes to loading and unloading.
“They keep curving in the top of the box more and more for reasons of style,” says Campbell. “Two models ago, you
The new Husqvarna K 760.
No other power cutter in the world is so packed with features that boost efficiency and reduce the impact on the enviroment as the new Husqvarna K 760.
This power cutter features the new Active Air Filtration™ system which allows up to one year of running time without filter service. Thanks to its X-Torq ® engine, the saw produces up to 75% fewer emissions and lowers fuel consumption by 20%, reducing its environmental footprint.
The K 760 is easy to handle due to low vibrations and the power-to-weight ratio enables the saw to be used full time, reducing operator fatigue.
The new Husqvarna K 760 is a further development of the popular K 750. Therefore it has a firm base of knowledge and experience built in, more than any other power cutter in the industry.
Husqvarna K 760. New performance you can trust – everywhere, every time.
GMC Sierra
Toyota Tundra
SERVICE VEHICLES
had tons of room, but now you’ve got a lot less.”
One place where Dwyer and Campbell definitely don’t agree is on the use of four-wheel drive. “If the job site is not accessible, they’ll have to come and get it,” says Campbell. “We’re more in the city than some other operators, so we really don’t need four-wheel drive as much.”
When it comes to buying or leasing, the rental operators we spoke to came down firmly on the side of purchasing the vehicles outright. Bill Walker, manager of CM Specialty Equipment Rentals in Saskatoon, notes that buying is very often more cost efficient than leasing.
“The ownership here prefers buying to leasing,” says Walker. “Recently, we leased a vehicle for three years. We started out with a $45,000 truck, and when the lease was up the buy-back was only $23,000. There’s a very good chance that we could have simply purchased a good used truck for that much money.”
It isn’t just the cost that turns rental operators off leasing. For some, outright purchase simply means fewer hassles.
“We’ve stopped leasing, and bought the last three trucks. If you own it, you can sell it whenever you want. When you lease, you’re locked in, and it’s a hassle,” says Ed Dwyer of C&T Rentals & Sales. “Even though I’m in the rental business, I don’t think it’s a good deal to
rent a truck, which is basically what you do when you lease.”
Although rental store vehicles tend to see fairly hard duty, Dave Campbell says that you can get more than your money’s orth if you take good care of them.
“We plan for a truck to last for 10 years,” he says. “That’s one of the reasons we’ve always bought outright, rather than leasing. We’re looking at things in the long term, so it just doesn’t make sense for us to lease.”
Brian Schaan is manager of the special events rental division of the Handy Group of Companies, located in Saskatoon. The firm serves as evidence that not all rental companies can do what needs to be done with regular pickups. The company has an extensive truck fleet, with three 12-foot cube vans built on one-ton chassis, three 24-foot cube vans built on five-ton chassis, four half-ton trucks, and two one-ton trucks with flatbeds that are used for tent delivery and set-up crew.
Schaan points out that they also prefer to buy, rather than lease. “In the long term, we prefer to purchase rather than lease,” he says. “Because we also have an equipment division, we can do all of our maintenance in-house. A lot of the time we’ll buy used vehicles, especially the tent vehicles, because they only need to run for half a season.”
The best way to determine which
truck is right for you is to first decide exactly what you need. Once you’ve got that figured out, you can start researching various makes and models. There was a time when you essentially had to depend on the manufacturer for this information. However, today a wealth of information lies at your fingertips. Make extensive use of the Internet for your research, and don’t depend on any one source. There are many different forums and sites on the Internet devoted to vehicles, including work trucks. Even when buying used, these sites can provide you with a wide variety of reviews, written by both professional automotive journalists and consumers. The more research you do, the less likely you will be to regret your decision later.
Resources
Canadian Driver www.canadiandriver.com
Great resource for Canada-focused reviews of new and used trucks.
The Car Connection www.thecarconnection.com
This site offers fresh reviews and aggregates those from other sites.
Motor Trend’s Truck Trend www.trucktrend.com
A large and professional site devoted to trucks, and nothing but trucks.
Trailer blazers
By Mike Davey
Keeping equipment on the move.
You can have the best equipment in the world, but that doesn’t mean a thing if there’s no way to get it to the customer. Trucks are great for certain items, but even a full-ton pickup would balk at the bigger items of construction equipment. That’s where the beauties below come in.
Determining which trailer you need depends on two factors. First is the size and weight of the equipment you’ll be hauling. The second is the payload carrying capacity of the trailer unit. This is determined by the Gross Vehicle Weight Rating (GVWR) of the trailer, the trailer’s curb weight, the GVWR of the vehicle towing the trailer, and that vehicle’s curb weight.
Inclusion in this section does not constitute an endorsement of any kind by Canadian Rental Service or its staff. Please take care and exercise due diligence when making a purchase.
Waltron Trailers
Roll Off Truck Deck Systems
866-925-8766
www.waltrontrailers.com
The Roll Off Truck Deck System from Waltron Trailers features up to 40,000pound capacity with a 30,000-pound winch. It is also available in a version that features 27,000-pound capacity with a 25,000-pound winch, as well as 26-foot and 23-foot “Garbage Bin” styles. No crossmembers are used in the construction, which Waltron Trailers says results in height savings of between three and four inches. There are many options available for the Roll Off Truck System, including variable deck lengths, a rear winch, and custom toolboxes.
Waltron Trailers also makes customized trailers. The company has
worked closely with many different clients to create unique trailers for a wide range of diverse purposes.
Landoll
900 series Travelling Tail Trailer www.landoll.com
The most popular model of Landoll equipment trailers for the rental industry is the 900 series, Travelling Tail Trailer. Only the 15-foot-long rear of the trailer tilts down to allow for loading/ unloading, leaving the front section of the trailer level. There are numerous options available on the 900 series, but some of the most popular in the rental industry include an upgraded 20,000pound hydraulic winch, wireless remote control, and air operated upper deck ramp. A centralized greasing system is now standard on all Landoll trailers.
One option of particular interest to Canadian rental operators is Landoll’s proprietary traction plate that replaces the standard wood-covered tail. Another is full hot dipped galvanizing. Landoll dips the entire trailer frame into a massive galvanizing tank to ensure every surface of the frame and crossmembers is covered with this corrosion resistant coating. Once complete, Landoll can apply paint to the sides to match the customer’s corporate colour scheme. Hot dipped galvanizing has been available for the past four years. Since its introduction, approximately 80 per cent of Landoll trailers sold in Canada have been built with this option.
Bri-Mar
EH Series
800-732-5845
www.bri-mar.com
The EH Series from Bri-Mar comes in a wide range of models. The gross vehicle
weight rating (GVWR) varies from 10,000 pounds for the EH14-10, EH16-10, and EH18-10, to 14,000 pounds for the EH16-12, EH18-14HD and EH20-14HD. Despite the differences in models, all of the EH Series share certain features, including diamond plate fenders, six weld-on D-rings (three on each side), rub rails, and a seven-way RV plug.
All models feature sealed wiring harness, electric brakes on both axles, slipper spring suspension and radial tires. Bri-Mar offers numerous options that allow you to customize your trailer, including pintle ring, BullDog 10K drop leg jack, a spare-mounting kit, heavy-duty split landscape gates with spring assist, pallet fork holders, hydraulic surge brakes and gooseneck with 2-5/16-inch coupler or fifth wheel.
The Multilift XR26S hooklift for fouraxle 32-ton GVW trucks offers a range of options. The XR26S, like all Multilift XR Power range hooklifts, is operated with a unique next generation programmable logic control system (PLC). The company says the new controls are extremely reliable and provide tools for life cycle and maintenance analyses. The new ergonomic and modern control unit, is easy to fit into the truck cabin.
In addition to the PLC-operated control system and simple control system structure, options include automatic sequence control, proportional speed and friction relief for frictionless body change. All options can be chosen
TRANSPORT
independently to match your precise requirements. High-quality top coat painting at factory is included as standard.
Manitex
HFT 70RS Rental Equipment Trailer
877-314-3390
www.manitex.com
The HFT 70RS Rental Equipment Trailer from Manitex was specifically designed to meet the transportation demands of the rental industry.
The main deck on the HFT 70RS is 29 feet, five inches long and 102 inches wide, and offers additional length on the nine-foot gooseneck deck and the 10-foot extended hydraulic ramp. The tail section provides ample ramp length for an easy loading slope with a total length of 14 feet, six inches. Specifically, the folding tail flips out and lowers to the ground to create a six-degree break-over angle, which allows a wide range of equipment to drive up the ramp and onto the main deck without using a winch. The HFT 70RS comes standard with an automatic hydraulic tail lock system.
The tail section on the HFT 70RS rental trailer has the capability to lift and carry up to 30,000 pounds of equipment, and the trailer has an overall net capacity to carry up to 70,000 pounds. Two lockable
toolbox compartments are located on the gooseneck. An optional 20-horsepower hydraulic power unit is available in place of the toolboxes.
JLG
EC Series www.jlg.com
The EC Series of trailers from JLG comes in three models: the EC-10, EC-12 and EC-14. All possess the same features, but vary in size. The EC-14 (pictured here) has a capacity of 6,000 pounds, an interior width of five feet, 10 inches, an interior length of 12 feet, six inches, and an interior height of seven feet.
According to the company, the EC Series delivers all the benefits of groundlevel loading and the protection and security of a fully enclosed trailer in one package. The EC Series comes with the exclusive Power Deck system, a single-lever hydraulic control and Quadra Spring suspension for smoother transport. The deck raises and lowers in 15 seconds. A variety of options and accessories are available for enhanced versatility.
Kwik Load Products Kargo King 613-372-0680 www.kwikloadproducts.com
Kwik Load Products manufactures and upfits loading systems with payload capacities ranging from 2,000-pounds to 36,000-pounds. In the rental industry, they are probably best known for the Kargo King and Kargo King II Series.
The Kargo King series is for pickup inserts, pick-ups with boxremoved (single or dual-wheel), and medium duty chassis’.
For those who need to move heavier equipment, the company offers the Kargo King II Series, with payload capacities ranging from 8000-pounds to 12000-pounds, and featuring flat decks from 12 feet to 16 feet. The decks roll off flat onto the ground for safe and efficient loading and unloading of a wide range of rental equipment. Other features include low profile beavertail for scissor lifts and low clearance equipment, and decks are interchangeable for containers, dump boxes, additional flat decks, or specialized bodies.
CANADIAN RENTAL ASSOCIATION
President’s message
By Andrew Paquette, CRA president
Winter is over now, so let’s get to it…
As I write this, I’ve just finished my last show for the season, in Quebec (for details on Quebexpo, please see page 22 – Ed.). It’s truly amazing the enthusiasm that is consistently displayed by everyone related to this industry.
The suppliers/exhibitors help to make the shows dynamic and interesting with innovative new equipment, and many of them have come through with pricing that is better than ever before.
The Canadian Rental Association (CRA) and the local organizing committees work exceptionally hard making sure the set up, hospitality and events, food and halls and ready. Everyone involved helps to put out the word, and people show up. Lots of people!
The trade shows this year resulted in some of the strongest attendance numbers in recent memory. Rental store operators are ready and everyone is anxious for what could be an incredible spring. Just take a look at what’s going on in Canada. Housing is again on the move up, the buck is in great shape and all across the country they are talking
milder temperatures for the summer. A perfect storm of good conditions for rental operators, I’d say.
I’ve talked before about the importance of connecting with your clients. Now is a perfect time to try and do something for them that says thanks. One of the easiest ways is to give them something. It could be a pen (a good one), a water bottle or golf balls. Or perhaps you could host a free lunch at your store. Most importantly, though, is to talk to them. Not only that, but make sure you teach your staff to talk to them, then say thank you.
Things were looking really tough for a while there, and some operators had some trouble, but they made it. That’s good, and it speaks very highly about the business we personally have chosen.
The board members of the CRA are rental people just like you. We want to work for you, and help you with initiatives that you may not be able to embark on as individuals. That’s why we have started talks with specialists that are mandated to look at the current “Theft by Conversion” laws in Canada. The board needs to know what your experiences have been in dealing with local law enforcement and legislators in
Mot du président
Par Andrew Paquette, président de la CRA
Le Québexpo vient de se terminer au moment ou j’écris ce message (pour plus de détails au sujet du Québexpo 2010, rendez-vous à la page 22 – Ed ).
L’enthousiasme constamment démontré par tous qui travaillent dans l’industrie de la location est vraiment incroyable.
Les fournisseurs exposants ont fait preuve de dynamisme en rendant le Salon fort intéressant par les nouveaux équipements qui y étaient exposés. Plusieurs se sont démarqués par des prix extrêmement concurrentiels.
L’Association canadienne de location
(CRA) et les comités organisateurs ont œuvré très fort afin d’assurer que chacune des étapes du salon – de l’entrée des exposants à l’enregistrement, le décor, les rafraichissements etc., soient prêts à recevoir les visiteurs. Tous se sont mis la puce à l’oreille, et les visiteurs vinrent en grand nombre!
Les taux de visiteurs aux salons d’expositions cette année ont été de ceux les plus élevés depuis les quelques dernières années. Les centres de location sont impatients de voir le printemps, qui celui-ci s’annonce excellent! Regardez ce qui se passe au Canada : les valeurs immobilières remontent, le dollar est plus
your area. We want to understand more about this problem that affects all rental stores. Please send along your thoughts to me at the email address below, the CRA office via www.crarental.org, or to Rhonda Pedersen, ARA Region 10 director at rhonda@pedersens.com.
In closing, here are a few tips for enjoying your life and business. Have fun, take the rest of the day off if you want, buy local and make sure to thank your customers.
Andrew Paquette, CERP, is the president of Bravo Rentals in Montreal. He serves as CRA President for 2010 and can be reached at 514-685-8000; andrew@bravoparty.com.
fort que jamais et partout a travers le pays les météorologues prédisent des températures plus douces et chaudes pour l’été. Voila des conditions parfaites pour la location.
Je vous ai déjà parlé de l’importance à vous connecter avec vos clients. C’est le moment idéal pour essayer de leur rendre un petit merci. La façon la plus simple serait de leur donner quelque chose, par exemple un (bon) stylo, une bouteille d’eau, ou même des balles de golf. Vous pourriez même les inviter à un lunch préparé par votre centre de location. Le plus important est le fait que vous alliez leur parler. Montrez et
CANADIAN RENTAL ASSOCIATION
encouragez vos employés à aller parler à vos clients, et surtout à leur dire ‘merci’.
Nous avons passé des moments difficiles, et certains centres ont eu plus de difficulté que d’autres, mais nous nous en sommes tous sortis. C’est bien! Cela démontre que la carrière que nous avons choisie en est une qui se montre très résistante aux caprices de l’économie.
Le comité des directeurs de la CRA sont des entrepreneurs en location tout comme vous. Nous travaillons pour vous et vous aidons à prendre certaines initiatives que peut-être vous n’aurez pas pu prendre en tant qu’individu.
Nous avons démarré certains pourparlers avec des spécialistes qui ont pour mandat de vérifier les lois contre les vols par détournement au Canada. Le commité aimerait connaitre vos expériences et savoir comment vous vous débrouillez avec les responsables chargés de faire respecter la loi et les législateurs de votre région.
Nous aimerions comprendre davan-
tage les problèmes qui affectent tous les centres de location. Envoyezmoi vos commentaires à l’adresse courriel indiquée au bas de l’article, à l’Association canadienne de location via le site internet www.crarental.org ou à Rhonda Pedersen, directrice de la région 10 à rhonda@pedersens.com.
Avant de vous quitter, voici quelques suggestions pour vous aider à profiter de
CRA Golf Tournaments
The summer golf season is almost upon us, and 2010 promises to be a great year for Canadian Rental Association golf tournaments.
The season gets underway with the CRA Alberta Annual Golf Tournament on June 8. It takes place at the River Bend Golf and Country Club in Red Deer. The CRA Saskatchewan Annual Golf Tournament follows close on its heels on June 17. It’s taking place
la vie et des affaires : amusez-vous, faitesvous plaisir et prenez congé cet aprèsmidi, achetez localement et n’oubliez surtout pas de remercier vos clients!
Andrew Paquette, CERP, est président de Bravo Rentals à Montréal. Il siège à titre de président de la CRA en 2010 vous pouvez communiquer avec lui au 514-685-8000; andrew@bravoparty.com.
at the Harbour Golf Club in Elbow, Sask.
The official golf tournament of the Quebec chapter of the CRA takes place on August 24. The Ontario and British Columbia chapters have also announced that they will be holding golf tournaments. The B.C. tournament takes place on September 10, and the Ontario tournament takes place on September 14.
Early registration is recommended.
CANADIAN RENTAL ASSOCIATION
A stirring performance by the 96th Highlanders Pipe & Drum Band helped to kick off the opening ceremonies at the CRA Prairie Regional Trade Show.
The Canadian Rental Association is celebrating another successful trade show, with the conclusion of the popular Prairie Regional Trade Show.
The full day event took place at the Prairieland Exhibition Centre in Saskatoon, Sask., on March 13. The host hotel was the Radisson Hotel Saskatoon. The CRA Prairie Trade Show brings together representation from three provinces (Alberta, Saskatchewan and Manitoba) under one roof.
A traditional part of the CRA Prairie Regional Trade Show is the opening breakfast, which was well attended by both rental operators and exhbitors. The opening ceremonies followed immediately after the conclusion of the breakfast, and included a performance by the 96th Highlanders Pipe & Drum Band.
The CRA Prairie Regional Trade Show is well known for the sense of camaraderie it fosters, and for extremely well attended social events. This year was no exception, with hundreds of rental professionals packing the ballroom at Radisson Hotel Saskatoon for the official CRA banquet on the evening of March 13.
Several members were honoured at the banquet. Awards presented included:
• Alberta Regional Award — Paul Dorion, Hertz Equipment Rentals
• Saskatchewan Regional Award — Troy Murphy, Wacker Neuson
• Manitoba Regional Award — Jason Enns, Uniquip/ Edge Marketing
A number of Saskatchewan prints were also presented to organizations and individuals for their contributions in the last year. Don and Madge Flint accepted on behalf of Multiquip, for the company’s dedication as a supplier to CRA Prairie Trade Show.
Also taking home prints were Rhonda Pedersen of Pedersen’s Rentals and ARA Region 10; Andrew Paquette, CRA president and president of Bravo Rentals; and Blair Holtsman, president of Hub City Display and president of the regional chapter of the CRA.
For more information on the Canadian Rental Association, please visit www.crarental.com.
CANADIAN RENTAL ASSOCIATION
The CRA Prairie Regional Trade Show attracts both locals and those based in other parts of the country. From left: Marion Ghighlione of Handy Special Events in Saskatoon; Rhonda Pedersen, director of ARA Region 10 (Canada), and Andrew Paquette, CRA president and owner/operator of Bravo Location Rentals in Montreal, Que.
The official banquet was an unqualified success. Doug Mitchell (left) of the Rent It Store acted as emcee, and introduced a number of speakers, including Blair Holtsman of Hub City Display, CRA Saskatchewan president (right).
Barry Ghighlione of the Handy Group of Companies was one of several speakers at the official breakfast that opened the CRA Prairie Trade Show.
Dale Kenner of Uniquip was on hand to represent the company. He is seen here with a few of Uniquip’s show specials, including the MiniMix 150 (left).
INDuSTRY EVENTS
Quebexpo holds its ground
By Carroll McCormick
New products, stable attendance and an early spring shine on this year’s rental equipment trade show.
Despite bad weather that closed some roads on the first day of the show, the 26th annual regional trade show in St-Hyacinthe managed to bring in 388 rental professionals to this year’s Quebexpo.
March is a weather wild card here in Quebec, but this year it was a sweetheart, bringing April, even May-like weather to some areas of the province. This was great for business, says Marc Pruneau, Quebec sales manager for Abmast Inc. “January, February and March were very good for the rental centres. Sales have been good, because busy rental shop people have said that they don’t have time to repair equipment this year.”
Pruneau and technical representative Richard Lavoie greeted visitors in a redesigned booth, with a new image. “People are more confident this year. We have had more visitors than last year,” Lavoie says. Pruneau adds: “This year is perfect. There is always someone here.”
Red-shirted staff in the spacious Uniquip Canada Inc. booth were busy fielding questions from visitors and meeting with manufacturers’ representatives. Virginie Archambault, marketing manager, agrees with the weather forecast: “There is an influence. When the weather starts warming up earlier, they can work earlier and then enjoy their summer.”
On the economic front, she adds, “We think that the biggest part of the economic crisis is behind us, but people are still being prudent. But we can feel the winds of change. It is
D’Outils Thetford.
always a good sign when people come here and say, ‘What do you have that is new?’ This year will definitely be better than last year.”
Archambault congratulated the Canadian Rental
Uniquip Canada Inc. had a wide range of equipment on view. On hand were Benoît Leroux, sales manager (left, in red); Guy Fortin of Location D’Outils Thetford; Serge Briand, customer service representative (right, also in red); and Guy Carrier of Location
INDuSTRY EVENTS
Association (CRA) and l’Association de Location du Québec, which organizes this event. “I think [they have] done an amazing job of bringing people together. It is reassuring in these hard times.”
The 79 exhibitors filled the cavernous main exhibition hall and smaller second hall with their merchandise, including scissor-jacks, heaters, pumps, compactors, hard hats, ladders, chippers, insurance, saw blades, fans, cables, wheelbarrows and rakes. Brand names on display included Echo, Multiquip, Hertz, Corniver, Rhino, Hilti, Hitachi, Northrock, Titan, Compac, DHP, Kubota, Eliet, Weber and Tsurumi.
Comeau CRS APR 10.pdf 1 15/03/10 8:05 AM
A new brand in the halls this year was Carmix, which offers mobile, self-loading cement mixers manufactured in Italy. “Last year we had our equipment outside. This year it is inside. Because of this we have more people looking at the equipment,” explains Carmix Canada co-owner Dolores Maurice. Her husband and partner, Norm, says, “We have
already booked for 2011 and have expanded our booth for next year. We are optimistic.”
It takes a lot of visitors to crowd a venue as large as this, but they were there. Michel L’Ecuyer, with Lou-Mec in Laprairie, says he made his big equipment purchases last year, but he still had some items on his to-buy list. He has been coming to the show since 1985, and thinks this will be a good year for the rental business.
Gilbert Therrein, owner of Location GGL in Notre-Damedu-Bon-Conseil, was looking for some equipment to round out some of his equipment lines. A five-year visitor to Quebexpo, he also feels the weather is helping sales. “This is good because the season is so early this year.”
Brad Smith, an exhibitor of industrial supplies with S&S
Quebexpo presented a good mix of tools, light construction equipment, and (seen above) heavy construction equipment.
Abmast technical representative Richard Lavioe shows off some new products.
INDuSTRY EVENTS
Supply Limited, from Mount Pearl, N.L., thought the show was a bit slow. Still, he comments, “We made some sales with some unique products we have. We though the show was OK.”
John King, the owner of Total Equipment Sales, from Pickering, Ont., wonders whether there is more selling being done on the Internet than before. “I don’t think that buying is done at shows like it was in years past.”
George Olah, who does marketing for Diversco Supply Inc., in Cambridge, Ont., has been coming to Quebexpo for eight years. His assessment of the business climate? “I’ve heard some guys say ‘we’ve had a good winter and we’re going to need new product’ and other guys who say they have not had as good a winter. You hear both sides.”
Diversco, which, as Olah puts it, “sells products that heats things,” sported a new freezer line, called Porta Gaz, with
propane and electric models on display. The latest models of tent heaters were on display, as were established favourites. With a nod to the salutary effects of continued strength in the construction industry and government construction projects, Olah says: “A lot of the rental industry is driven by the construction industry. Considering everything, it has not been a bad show. It is nice to have traffic, but it is important to have quality buyers. These are all professional buyers in this show.”
Professional buyers and their protégés, that is. Dean Trineer, the owner, Tri-Tool Inc., St- Lazare, brought his whole crew from his rental centre with him. “A lot of rental centres do not bring employees here. Whenever I can, I bring them down. It makes them feel like members of the family.”
The next generation: the entire staff from Tri-Tool Inc came to see the goods. From left: Kyle Trineer, Guillaume Tremblay, Micheal Desousa, Charles Bourassa, Guillaume Pilon, Dean Trineer (owner), Dawn Bissegge and Marc-Olivier Tremblay.
Carmix Canada owner Norm Maurice explains his self-loading, mobile cement mixer to a customer.
NEW PRODuCT
New attachment line from Kioti
Kioti Tractor has announced a completely new line of implements and attachments for its compact tractors and UTVs. The new line comprises over 60 brand new models designed to bring added productivity and profitability to over 30 Kioti prime movers. The line includes a full range of three-point implements including mowers and cutters, tillage and landscape implements as well as implements designed for ATVs and UTVs.
• DRI-EAZ Dehumidifiers, Blowers and air conditioners
• OZTEC Concrete Vibrators Paper Shredders Ceiling grinders
• JENNY Air Compressors & Pressure Washers
• TERRAMITE Compact loaders backhoes & Street Sweepers
PROVINCE OF QUEBEC – CLAUDE POIRIER – (514) 217-6977
HEALTH AND SAFETY
Fuel regulations
By Gord Ellis
Did the government move too quickly?
We all know the old expression “you can’t fight city hall,” suggesting that once a government – at any level – has made a decision, it is very difficult to get it to budge. That’s not entirely true, but effecting a change in policy, regulation or direction once it is on the books can be a slow, gruelling task.
That, unfortunately, is the challenge facing Ontario’s propane industry, as it copes with new rules following the 2008 explosion at Sunrise Propane in north Toronto.
Ironically, the provincial government moved very quickly – too quickly, some might argue – when it came to developing the new regs. Within a few months of the Sunrise incident, an “expert panel” had been convened and made its recommendations. Not long after that, comprehensive amendments to Regulation 440/08, rules governing propane storage and handling, were introduced.
It is worth noting that throughout this process, the Ontario Propane Association (OPA) publicly voiced its support, vowing to cooperate as the new regulations came into force. Despite some misgivings within the industry,
About the OPA
The Ontario Propane Association (OPA) represents the interests of propane retailers, transporters, producers, wholesalers and suppliers to the industry of Ontario. The Association offers the propane industry a unified voice on matters of concern to all its members, to various sectors of the government and to the public of Ontario.
Members of the OPA have endorsed a Responsible Management plan whereby a company is committed to the concept of responsible
this support was genuine. At least, it was until the Technical Standards and Safety Authority (TSSA) released its implementation guideline, which went beyond the regulation to impose even more onerous requirements.
Primary among the industry’s concerns is the TSSA requirement that a professional engineer approve RSMPs for installations of all sizes – at great cost – despite the regulation’s stipulation that a person with “specialized knowledge” could approve RSMPs for transfer facilities under 30,000 USWG.
Efforts to convince the TSSA that the guideline went too far – that it is unworkable, unenforceable and would result in the closure of many propane installations – fell on deaf ears.
Faced with this intransigence, the OPA has embarked on a government relations strategy to inform political decisionmakers of the situation and solicit their help in implementing feasible solutions.
In any government relations strategy, it is imperative to frame what you are looking for – known in lobbying circles as “the ask” – so that it aligns with the government of the day’s philosophy. It is also important to position the outcome as a “win-win,” ensuring that there is some benefit to the government (i.e., measures they believe will gain, not cost, them votes).
As such, the OPA’s approach has been to emphasize public safety – the government’s paramount concern –while offering proposals to lessen the negative impact on the industry’s ability to do business cost-effectively.
The OPA has drafted a clear, concise briefing paper, outlining the key issues, detailing the potentially severe impact on jobs and communities, and providing carefully-thought-out proposals –including a certification process for “specialized knowledge” – to address these concerns while still maintaining stringent and effective safety practices.
It is a multi-pronged approach. The Ministry of Small Business and Consumer Services no longer exists, so the OPA is focusing on both the Ministry of Consumer Services and the Ministry of Economic Development and Trade (which is now responsible for Small Business). The association is also putting together an MPP contact plan to generate local support among elected officials, especially in communities that will be most adversely affected by propane facility closures.
To date, the reception has been positive and sympathetic, albeit non-committal.
transportation, storage, handling, distribution, use and ultimate disposal of our product in order to safe-guard human health and the environment.
The OPA is recognized as a training provider in Ontario by the Technical Standards & Safety Authority.
The OPA offers a wide range of courses to all members of the propane industry in Ontario and issues all recognized Records of Training (ROT’s).
Some within the industry have suggested a more aggressive approach, including a media campaign to point out the folly of the TSSA’s stance. At some point this may be an advisable strategy, but it is risky – governments will fight back – and should be considered a last resort only after all other options have been exhausted.
Right now, there is still hope for a satisfactory resolution, so it makes sense to continue taking the proverbial “high road.”
Deadlines for meeting the new requirements are creating a strong sense of urgency within the industry, and the OPA is doing everything it can to expedite briefings, including with the new Minister of Consumer Services, to move the process along quickly –even in the maddeningly slow world of government.
